“The power of CloudBlue isn’t just the platform, it’s also the Go-To-Market team”
Brian Moore
Chapter lead – Release and Optimization, One NZ
How did One NZ grow value in their SME customer base with a Digital Dragon strategy?
One NZ wanted to build an efficient, scalable marketplace for SMEs. To achieve this, it knew it needed to become a leaner operation. That would mean consolidating its different groups, eliminating technical debt, and integrating multiple platforms. To be able to do this, it decided to partner with CloudBlue to launch its Business Marketplace through the CloudBlue Platform.
One NZ launched its Business Marketplace in September 2021, initially including three SaaS solutions (Microsoft 365, Acronis, and Hostopia) with a focus on SMBs. Its broader strategy included the expansion of the Business Marketplace into enterprise customers as well as into further SaaS and IaaS solutions.
Sales
In week one, One NZ sold 171 licenses to 3 customers
Conversions
In quarter one, One NZ’s conversion results were 43% Vs their original target of 15%
New Licenses
In their first year with CloudBlue, One NZ gained a total of 4000+ new licenses and change orders
ARPU
Through Cloudblue, One NZ now has the ability to bundle existing mobile, fixed and ICT services with SaaS vendors, enabling it to sell richer offerings to existing customers
Solution
Early in the pre-sales conversations with CloudBlue, One NZ realized that they would face challenges upskilling and reassigning its existing sales and post-sales teams. This was a crucial step to manage well, in order to keep the pace of the expansion plans for the Business Marketplace.
It chose to adopt CloudBlue’s Acceleration Services, including a dedicated team of two sales experts, as well as a pool of technical support agents covering onboarding, welcome to service, migration, and break-fix support – 24/7/365. Acceleration Services were managed by a delivery partner through CloudBlue, from December 2021.
Results
Since joining forces with a delivery partner through CloudBlue’s Acceleration Services in Dec 2021, One NZ has had access to the team of platform-ready salespeople it needed in order to sell their new solution/services. The impact on sales and growth went far beyond what was originally targeted:
- Week 1: 207 licenses sold to 3 customers
- Quarter 1: Sales conversion results 50% vs 15% target
- Year 1: Total number of new licenses + change orders 4K+
One NZ is now ready to execute on its broader strategy of future expansion into the enterprise segment and going further into security SaaS IaaS solutions.
Small core team
By partnering with CloudBlue, One NZ was able to manage the digital transformation with a small core team of 5 people. This kept resource requirements low and more efficient.
Self-service portal
By building a self-service portal through the CloudBlue platform, One NZ has been able to offer SMEs a great digital experience while maintaining a low touchpoint.
Scale through Acceleration Services
With the support of CloudBlue’s Acceleration Services, One NZ was able to go to market faster, and scale more easily.
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